Reflecting on her career background, Michelle shared,

“I joined BT in 2004 as an Account Manager for the BT Phonebook and moved through BT in various positions such as Project Manager to the MOD section of BT eventually finishing as an Account Manager with BT Redcare 15 years later. This is how I entered the fire and security industry. I had a relationship with Scutum Digital through my role at BT Redcare and joined Scutum Digital in March 2021.”

When asked about her motivation to move from BT Redcare to Scutum Digital, Michelle explained,

“After 15 years at BT, I was ready for a new career challenge. I was already familiar with Scutum Digital, so when the opportunity arose, I didn’t think twice about making the move.”

The transition, however, was not without its challenges. Michelle noted,

“The biggest challenge was transitioning from a role where I promoted a physical product to a role where I was part of a monitoring station promoting signalling services. While our customers are still installers in both roles, the offerings were entirely different, and there was a lot to learn initially.”

To overcome these challenges, Michelle had to develop new skills and deepen her industry knowledge.

“I had to learn about all the new monitoring products I was to promote and understand how the monitoring station operates. I spent time in our monitoring station and reached out to companies we work with to learn about their products. I asked a lot of questions both internally and externally in the first six months. I also worked with our monitoring station to learn about our CCTV offerings, which I had no previous experience with. This approach helped me to talk confidently and in-depth when promoting all the monitoring services we offer to installers,”

she explained. Michelle’s background at BT Redcare provided her with valuable insights and knowledge.

“My experience at Redcare prepared me for the fire and security industry. Understanding the needs of installers is key, and this understanding was crucial in my new role at Scutum Digital,”

she said. Currently, as the Business Development Manager at Scutum Digital, Michelle is responsible for managing sales enquiries from existing customers, promoting services to prospective installers, and supporting new installers through the ordering process. A typical day for Michelle involves handling price enquiries for fire and intruder products, promoting the CCTV bundle, and maintaining and growing her prospect pipeline.

One of Michelle’s key achievements at Scutum Digital has been the growth of their CCTV monitoring services. She explained,

“When I joined, I noticed the pricing structure was complicated and created a simplified CCTV bundle. This change made it easier for installers to understand and adopt our services, leading to significant growth in this area. The positive feedback from installers has been incredibly rewarding, and I am committed to continuing to promote and expand this part of our business.”

Looking ahead, Michelle sees significant trends in the fire and security industry, particularly the transition from legacy PSTN systems.

“One of the major trends is the transition from legacy PSTN systems, which all installers are focusing on,”

she noted. Scutum Digital is actively addressing these trends by supporting installers with PSTN updates and advice on alternative products.
For those looking to enter the fire and security sector, Michelle’s advice is clear:

“Thoroughly understand all monitoring products and their applications, as there are many product enquiries and questions you’ll encounter. It’s also crucial to build strong relationships with your customers and understand their requirements.”

In terms of future goals, Michelle aims to maintain strong relationships with installers and grow the installer base by reaching out to potential new partners.

“I plan to continue supporting our customers alongside the wider team and promoting our services nationwide to grow the business,”

she said. Reflecting on her journey at Scutum Digital, Michelle shared,

“I have really enjoyed the past few years with the business. We have a great team that works closely together to support our installers, and it’s fulfilling to be part of a team that genuinely cares. Building relationships with our installers and receiving positive feedback has been incredibly gratifying. While I may not always have the answers, I always strive to find solutions for our customers.”

Michelle McDermot’s journey from an alarm signalling service provider to a key role at Scutum Digital highlights her adaptability, dedication, and commitment to the fire and security industry. Her experience and insights continue to drive the company’s success and growth and we’re so proud she’s a part of our team.

To find out more about our services at Scutum Digital, why not drop us a message, or even Michelle herself at michelle.mcdermott@scutum-group.co.uk and don’t forget to LinkedIn with her.